Correlation of Sales Reps and Explosive Growth

How many of you would love to grow by 90%?

Sounds great right? How many of you are willing to work 90% harder to make it happen?

Now I bet that yes has quickly been replaced with a resounding NO!

Why? Well maybe first off, you are already giving 110% of yourself at work.

I know how much work it takes to run an in-home care company. I know the number of tasks that need to be completed at a home health agency. Hospice organizations are always dealing with life and death situations. I get it!

In fact, I own all 3 of these businesses myself! You can’t find a second to work on growth tactics and strategies. Now, what if I told you to hire a salesperson to work on growing your company?

These are the typical responses that I hear:

    • I tried that and it didn’t work, my private duty company didn’t grow.
    • I can’t afford to hire a sales representative; I can barely pay my bills.
    • They won’t be successful in this market, we have too many home health agencies here!
    • I don’t trust them. All hospice reps do is go out and have fun with their accounts.
    • I can’t stand managing salespeople, it’s like trying to catch a rooster!
    • I don’t have the time to hire, train, and manage sales representatives.

 

Let’s review these. First…

 

I tried that, and it didn’t work

Man, that has to really suck. You just spent all that time interviewing, hiring them, getting them business cards, and making up some flyers. That cost time and money and then they didn’t bring in business.

This is the worst thing that can happen to an owner of a home care, home health, or hospice organization. It makes me so mad when this happens!

But, now let’s look at why this occurred:

    • Did you hire a sales representative that had a previous track record of sales performance?
    • Did your organization have a structured proven sales process to follow?
    • Did you provide an amazing orientation that the sales representative was able to develop an emotional connection to your services (hospice, home care, or home health), that they could transcend that emotion into their sales calls?
    • Did you have clearly documented expectations of daily, weekly, and monthly sales calls?
    • How many hours each week did you tell them to spend on just seeking out new business?
    • How many hours each week did you ask them to spend providing customer service and follow up with accounts that already refer to your organization?

Considering these questions, do you know why it didn’t work? Bad hire? Not a salesperson? Lazy? No accountability?

 

So what if it worked?

 

Imagine that, in the first month, they got 3 new accounts that all referred one ideal patient and each patient brought in $3000.

What if next month, they got 3 more new accounts, and the accounts that referred last month referred again? What if that keeps happening again for the next 4 months? Let’s look at 6 months of receiving referrals.

    • One month = $9000
    • Second month = $18,000
    • 3rd = $27,000
    • 4th = 36,000
    • 5th = $45,000
    • 6th = $54,000

Total Revenue bought in = $189,000 in 6 months

Even if the sales representative took a full 6 months to get going, you would still have covered the sales reps cost while putting some money in your pocket!

Now next year, that would double. You would have $400,000 dollars in revenue from this sales representative, and I will share with you that this is extremely achievable for most sales representatives.

Is it worth it?

What if you didn’t have to worry about orientation? What if you had all the tools given to you that you need to manage a sales representative in less than 2 hours a month of your time? What if your sales representative that you hired, had a clearly defined expectations document, an incredible orientation, an excellent sales process that works in today’s market, and that sales representative had access to the industries leading sales experts to get any challenges they face answered?

 

Let’s move on to this one…

 

I can’t afford to hire a sales representative. I can barely pay my bills!

Sounds like you are undercapitalized in your business. You won’t be able to be successful without growing your revenue. You might have to be tasked with selling yourself.

Now, don’t take this the wrong way, but not all of us were meant to be salespeople. Not all of us have an MBA or have had formalized sales training. Don’t worry I will share with you how to get what you need to grow your revenue. Hold on, it is coming soon.

 

Let’s move on to…

 

They won’t be successful in this market

OMG! If I had a dollar for every time that I heard that I would be a billionaire! We have worked in almost every state in the country and I will share with you, 88% of the agencies that we have worked with have been able to grow. Yes, 12% didn’t. That means for 100 organizations around the country that have tried and used our products, that 88 of those organizations grew. The average growth rate is 34%. Ask us if we have had a client that we have worked within your market, we can surely give you a reference in your state!

 

 

Next…

 

I don’t trust them

The good news is, you don’t have to. If you have clear expectations on total sales calls, the type of sales calls, and a means for them to report weekly activity with sales calls, then you don’t have to trust them. All you have to do is measure key performance indicators. Data doesn’t lie and doesn’t have an agenda. Data is just pure facts.

If you get more referrals and/or more phone inquiries then they must be out there doing something. We can provide you with a key metrics document to help. Sharing this document with a salesperson and the intake staff will have everyone working on growth, and the results are shown to them each week. It’s easy and what you measure, matters!

 

Now, the last 2 objections to having a sales representative can be grouped together…

 

I can’t stand managing salespeople, it’s like trying to catch a rooster

– and –

I don’t have the time to hire, train, and manage sales representatives

 

Let me ask you this question… Do you think that the CEO at your competition has more hours in a day to work on their business?

Does their workday have more than 24 hours? No!

 

What then is the cause of the top 5 agencies in town that aren’t owned by the hospital? How did they get to be on top in your market? Did you look to see if they all have something in common? I guarantee you that they most likely have a sales representative, if not a full team of sales representatives.

Not one of those companies has more hours in their day or has the time or energy to have management constantly chasing referrals and neither do you! That is why I want to share the solutions with you today.

You see, Home Care Sales is on a mission. We want every person who needs help at home to be identified by their physician or another senior advocate to get the services they want and need!

We have everything you will ever need to hire, train, manage, and document key performance measures as well as ongoing coaching and support!

We can even manage your sales team for you!

 

That’s right, we can put them on a CRM, orient them, give them proper training and follow up with them to make sure they are hitting your metrics so you can focus on the other areas of your business.

It’s easy to find out more with a free consultation with Mike by going here and choosing a time that works: https://calendly.com/mike-home-care-sales

 

Have an amazing day!

Cheryl Peltekis, RN “The Solutionist”

Co-Owner of Home Care Sales

/by

Would YOU FIRE your TOP PRODUCING REP?

Have you ever been held hostage by a sales rep? Or a co-worker that makes it unbearable at work?

This week one of our clients did a VERY courageous thing. They FIRED their best-performing representative.

So when I say best-performing rep, I mean BEST-PERFORMING rep! Bringing in millions of dollars in referrals a year.

This rep thought he was “untouchable” because he was bringing in so many “good” referrals.

However, he didn’t treat the staff professionally. He was arrogant and unkind to other co-workers and his manager. Staff quit because of him.

Often owners or managers will tolerate behavior that is unacceptable because a representative is “producing? and fear losing business.

 

Cheryl and I have a rule:

“No Jerks” on our teams

 

We build sales reps every day. We will not tolerate an arrogant, non-team player.

When this owner shared his story of a high-producing rep that was not a good culture fit, the rep had been given many chances to modify his behavior. His manager reminded him that the office staff, nurses, and therapists are his INTERNAL CUSTOMERS. However, he continued to treat them poorly.

It was time. He had to go.

 

“Courage is being scared to death? and saddling up anyway.” – John Wayne

 

Of course, this owner was concerned. He couldn’t afford to lose all these referrals. How would he recover?

He was being held, hostage!

But he has a heck of a sales manager. She is AMAZING! I knew that, with her leadership, the support of a sales process, and the Roadmap to Referrals program, the reps who were going to “shift” into that territory would not miss a beat on their sales message and service delivery.

How do you even begin to THINK about making a change like this?

 

1. Create a tactical plan

When you let go of any person there has to be a plan. The plan this company executed was impeccable. It listed all the referral sources, the contact names, the time they were to be contacted, and by which team member.

A script was created as to the message for the referral sources.

2. Execute the plan

Within 2 hours of this individual separating from the company, all referral sources were contacted, and the new rep was introduced.

 

 

I know you want to know how this story ends!

Did the agency lose their top referral sources? Was there any drama?

 

 

The Results:

  • No major disruptions to the referral stream.
  • Several referral sources reported that “they were not surprised” because they heard him speak to staff on the phone.
  • All current referral sources committed to continuing to use the agency
  • I have heard some nurses are considering coming back to the agency.

 

Reflections this week from one of the bravest acts I have seen in a long time from an owner:

  1. One person does not “make your agency.” This is a team sport!
  2. It is always the “worst case” in your mind, but not often in reality.
  3. When you have a proven process to build sales reps, you have the confidence to make tough choices and build again.
  4. The referral sources’ reactions (or lack thereof) validate the decisions.

 

While we hope this never happens to you, we know you can make tough decisions and have a good outcome for the agency.

We want every employee to be a perfect fit. The reality is sometimes, they are not, and we have to build again. You can, and you will continue to grow!

“The best way out is always through.”  – Robert Frost

 

Keep Serving Seniors!

Melanie Stover, OT

Co-Owner of Home Care Sales

PS. – Did you know that we now offer Sales Coaching and Management? That’s right, Home Care Sales can take the challenge of managing a team off your hands, without you having to hire a sales manager.

If you want to learn more, grab a time on Mike’s Calendar and he’ll show you how it works: https://calendly.com/mike-home-care-sales

 

 

 

/by

Insights: Are any agencies you are working with getting into assisted living facilities?

Click play to begin the video:

Video Transcript:

How do you get into assisted livings during this time?

Well whether it’s COVID or not, one of the
things that we recognize is that assisted livings are really struggling with cognition and their residents.

So one of the things that you can offer, whether you are a Medicare-certified home health or an in-home care provider is to talk about cognitive stimulation and cognitive therapy.

What we learned during the time of COVID in the pandemic is that many of the assisted livings have isolated or did isolate their residents in their apartments.

And we saw that many of those residents had a decline in their cognitive status.

What we didn’t see is a lot of agencies talking about that.

So for the agencies that we worked with, we went on a big campaign about cognitive therapy for medicare certified home health and cognitive
stimulation for in-home care.

And it worked.

It worked like gangbusters!

We know… and, as you guys know I’m an OT
what I wanted to share with you is as an OT,

I can perform cognitive therapy.

Also, speech therapy has a cognitive therapy component to so check with your clinicians first.

Understand who is comfortable performing cognitive therapy with residents and then go to your assisted livings and talk about that.

Talk about what your OT can do for those residents.

Same with your caregivers.

All of your caregivers have been trained in in-home care on how to engage a client and how to stimulate cognition through playing games or reading the newspaper etc…

Get them engaged in some type of cognitive activity.

This is one of your keys to your success because there’s not a lot of agencies talking about it, and we know when you engage those residents their function becomes better both mental and physical.

We know they go hand in hand.

So as a sales REP or marketer for your agency do your homework first.

Look internally.

Make sure you have the skill set internally before you go out and market it, but this could be a great unique competitive differentiator for you.

As you go through that process with your assisted livings and really deepen those relationships it’s going to be a win for you, for them,
and the residents.

Thanks so much for joining us today that’s why we continue to present some of these ideas and the roadmap to referrals if you haven’t heard of our program roadmap to referrals.

Please do jump on mike’s calendar and he will give you a tour of the program and the system so that you can see exactly how it works and how you can present each week a unique differentiator to really position your agency as the agency of choice for your best referral sources.

Thanks so much for joining me, and together we grow.

 

The Pandemic certainly caused agencies to struggle to gain access to seniors in assisted living. Who can blame them for being protective of their residents? However, those residents now need us more than ever!

Are you looking for the words to say to build referral-generating relationships with your assisted living, skilled nurse, or independent facilities? Do you need a partner guiding you through your physician and other relationships? That partnership and those tools are only a few clicks away! By CLICKING HERE you can set up a call with HCS to discover what opportunities you may be missing with your marketing efforts!

Want to talk to a member of our team to find out how we can help? Just email mike@homecaresales.com and he’ll set you up with a brief call.

Thank you for all that you do to serve seniors!

Home Care Sales

/by

Betrayer Free Download (v1.0.5045)

ABOUT THE GAME

Betrayer is a first-person adventure game that takes you to the New World of the early 17th century. The year is 1604. You set sail from England hoping to join a struggling colony off the coast of Virginia. Instead, you will only find ghosts and mysteries.

What catastrophe struck the earth and robbed it of color and life? Where are the settlers and tribes that lived here? Clue by clue, you must piece together the story of what happened to this doomed settlement and find a way to make things right.

You will be hunted by corrupted conquerors and predatory shadows as you explore the vast wilderness to trace the short and tragic history of the colony and find survivors.

Key Features:

  • Explore huge open spaces filled with dangers and discoveries. Chart your own course in search of clues and treasures.
  • Switch between two different worlds with different enemies, obstacles, and threats.
  • Arm yourself with early 17th-century weapons such as muskets, bows, crossbows, and tomahawks. Improve your arsenal by buying or finding faster and deadlier long-range weapons.
  • Engage in battle with flaming cannons or take out enemies silently. A new movement-based stealth system allows you to hide in plain sight or use the wind to mask your steps.
  • Use ability-enhancing talismans to complement your playstyle, granting anything from extra health to faster movement and improved stealth.
  • Experiment with the default visual style for maximum relaxation and tension, or adjust the color and contrast settings to your liking.

Visit steamunlocked for more free Steam games.

How to Download & Install Steam Games Betrayer Free Download (v1.0.5045):

  • Click the Upload button below and you will be redirected to UploadHaven.
  • Wait 5 seconds and click the blue Download Now button. Now let the download start and wait for it to complete.
  • After downloading Betrayer Free (v1.0.5045), right-click the .zip file and select “Extract to Betrayer Free Download (v1.0.5045)” (you must have 7-Zip for this, which you can get here). ).
  • Double-click inside Betrayer Free Download (v1.0.5045) folder and run the exe application.
  • Have fun and play! Make sure you are running the game as administrator and if you get any missing dll errors look for the Redist or _CommonRedist folder and install all programs in the folder.

Game Link: Betrayer Free Download (v1.0.5045)

Game Requirements:

  • Operating system: Windows Vista 64-bit
  • CPU: Dual Core 3.0GHz or higher
  • RAM: 3GB RAM
  • Video Card: Video Card: DirectX 9 compatible with 1GB VRAM or higher (NVIDIA GeForce GTX 460/AMD Radeon HD 6850)
  • DirectX: Version 9.0c
  • Disk space: 4 GB free space
  • Sound Card: Windows-compatible stereo sound card
/by

Insights: My Hospital has their own agency and they don’t refer to us. Is there any way for me to get in?

Click play to begin the video:

 

Video Transcript:

Getting into the hospital is really a big deal for many of us.

Because just The fact of the sheer volume of referrals that the hospital can potentially give us.

So there is typically about four different ways that I want to share with you today on how you can break in.

One of them is, that you can build a business plan to basically go after the doctors that are caring for patients that are right around the Community that serve that hospital and typically how you can find that list is if you go directly to the hospital’s website.

They will usually provide a list of doctors, that are providing services to patients.

And so right from there, you can build your target list.

Now if you get them identified referred to you directly from the physician’s office.

And they happen to absolutely love your company, what do you think’s going to happen if they ever need services?

So you end up in the hospital and they say oh it’s time for home health – they’re going to say you know what I have this wonderful company, and I want Cheryl’s home health fast.

The second thing that you could do, besides starting to build it from the outside in, is to add to your admission packet.

A form, where they can already select your agency, meaning something in the admission packet that says if and anytime I need to have home health services or home care services.

or half the services that I would like it to be done by this provider.

This way, if you find out at any time that one of your patients ends up back in the hospital, you can just fax over that form to discharge planning and let them know that the patient has selected you ahead of time to be their provider.

Another thing that you can do is obviously follow up with the discharge planners using the High Performance Sales Academy and putting them on a weekly cadence and use the purpose of the call directly from the roadmap to referrals.

But the good news is, that if you had one of those doctors’ patients on your services and they end up in the hospital, you can also go visit the patient.

and use that as a reason to stop at the front desk and say hey can you page the discharge planner to come up and speak to me

I’d like to talk about getting them sent home and getting them back on our services.

A third thing that you can do if you’re not getting into the hospital is find somebody else that you know that is getting in and buddy up with them.

Do some joint sales calls and typically could be something like a DME company an IV infusion company if that’s a service that you don’t do, a hospice provider, if you don’t do hospice or home health provider in-home care provider, it could be a

oxygen supplier, a wound care company, somebody that you know, a sales REP that is also calling on that team.

That they already know, like and trust, if you can buddy up with them there’s a lot of power in that referral process from a Coworker or colleague.

The last way, I want to talk to you about is going directly to the home health agency’s intake department that is working directly with the hospital.

And typically I would just go in, and I would do basically qualifying sales call on intake and say hey share with me – is there a payer that you don’t accept?

Do you have difficulty getting any discipline staff in any of the areas that you service?

Maybe potentially they have an insurance that they’re not really trying to accept and you could accept it?

So building a relationship, remember, the hospital has more patients that they need to get on services than they could ever potentially care for

So good luck! Go get it done!

 

Dealing with a hospital-based agency can be a challenge, but often the best opportunities are found in the roads less traveled. Don’t give up!

Need help getting your sales team into the hospital? Check out the bonus training in the High Performance Sales Academy showing you just how to do that by CLICKING HERE!

Want to talk to a member of our team to find out how we can help? Just email mike@homecaresales.com and he’ll set you up with a brief call.

Thank you for all that you do to serve seniors!

Home Care Sales

/by